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Boosting Remote Sales Team Performance Through Engagement



Boosting Remote Sales Team Performance Through Engagement

Source: Pexels

Finding success with an in-person sales team will always be worthy of celebration. But strategies here don’t always translate well when applied to remote sales teams. 


There are much more variables to consider—so many moving parts to keep track of. At the end of the day, are remote sales teams even effective?

Are Remote Sales Teams Effective? 

Short answer—yes! Managing remote teams demands effort but the rewards are more than worth it. Flexjobs did a study suggesting 86% of remote workers feel less stressed. 


They also stated that 76% of workers are more willing to stay with their employer if given flexible working hours—a common concept of remote work. 


Another study from Owl Labs said remote workers are 24% more likely to be happy and productive. Remember, happy and productive people are those that are more engaged at work.


On that note, here’s how you can build an engaged and highly-productive remote sales team. 

How To Build An Engaged and High-Performing Sales Team?

Source: Pexels

SOAR Performance Group did a study on the effectiveness of remote sales teams suggesting engaged teams produce the best performance. Here’s how to do just that. 

Make Engaging with Remote Teams a Process

SOAR highlighted that boosting engagement should be seen as a continuous process consisting of four major elements:

  • Routing Communication

  • Goal Setting

  • Individual Skill Development

  • Team Skill Development


Consistently reinforcing this process and tracking metrics helps remote sales teams become more empowered. It also allows for more consistent coaching and individual/team training. 


Based on the SOAR study, one remote sales leader that used this approach managed an average of 120% of its revenue quotas in the past three years.

Conduct Team Building Activities

Team building activities for your remote sales team will improve collaboration, communication, and engagement. It’s an excellent way for your team to get to know each other. 


Gomada, a team engagement platform did an internal study on the most popular virtual team-building activities and recommends the following:


  • Ridiculous debate: Split your team into two groups. Then have them debate on the most random or ridiculous topic you can think of like “Is Water Actually Wet?”. 

  • Google Image Scavenger Hunt: Teams need to find a list of items using only Google Image Search. If you find a duplicate image, it doesn’t count.

  • Murder Mystery: Intrigue your team by hosting a murder mystery event. You’ll find lots of examples online or you can create your own. This promotes problem-solving and teamwork.

Implement Active Management Best Practices

As leaders, being more active for your remote team shows that you’re approachable and that you value their contribution. Here are some tips you can apply:

  • Encourage Flexible Workhours: One of the best benefits of remote work is flexibility. According to a study published in Harvard Business Review, remote workers with autonomy are more productive. 

  • Overlap Your Schedule For Your Team: It’s important to respect our working hours. But working remotely means potentially working with people in different time zones. You’d want to overlap your schedules to work with the majority of your team’s working days. This way, you can respond faster to sales issues, questions, and more. 

  • Assess Your Team’s Strengths and Weaknesses: You can do this both at a team or individual level. Some people might be extremely good at finding leads but struggle with closing sales. Another might be the complete opposite. Take the time to discuss this with your team and help them make the necessary adjustments to thrive. 

Reinforce Company Culture

Company culture defines how people within it behave or act. It’s a representation of your core values, beliefs, and goals. Without a physical office to practice these, it might get lost.


This makes reinforcing company culture all the more important. Here are some things you can try out to reinforce your company culture:

  • Publish a company-wide newsletter

  • After-hour virtual socials

  • Consistent team meetings

  • Regular 1:1 meetings

Prioritize Sales Training

There are a lot more strategies that help build a high-performing sales team. However, it’s important to go back to the basics of sales. 


You can offer your team refresher courses, invite them to represent the company during virtual conferences, and of course, have them join workshops to help sharpen their skills.

Key Takeaways

A high-performing sales team is a team that’s engaged. This leads to reduced stress, lower turnover rates, and a boost in productivity. 


As a recap, here are some important details on how to build a high-performing sales team:

  • Conduct activities that promote engagement.

  • Virtual team-building activities help improve communication, engagement, and collaboration.

  • Implement a more active management style for your remote sales team.

  • Reinforce company culture through consistent meetings and individual/team assessments.

  • Prioritize sales training to sharpen the skills of your remote team.


Author

Anyleads

San Francisco

We are the leading marketing automation platform serving more than 100,000 businesses daily. We operate in 3 countries, based in San Francisco, New York, Paris & London.

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